At Kelley Drye, we understand Strategic Pricing is more than just spreadsheets - our team applies a Legal Operations mindset to drive value across not only Pricing and Budgeting, but Analytics, Sales, Marketing, Project Management, and more.
The Strategic Pricing Team is in a unique position where we work cross-functionally with each Firm department and practice area, giving us an unparalleled view into Firm operations and financial performance. In addition to having oversight of pricing operations, the team is also responsible for driving the data and analytics strategy across the Firm, establishing both the “look-and-feel” of our reports and front-end user experience design. If the ability to see and feel the impact your own work is having on the wider organization is important, this is the role for you.
The Strategic Pricing Manager is positioned as the core interface between Kelley Drye’s Attorneys, professional functions, and our clients alike to set strategy across the Firm to enhance profitability and efficiency. This supervisor role will be responsible for facilitating the performance and development of the Pricing & Technical analysts across our team, while working closely with the Director of Strategic Pricing to set firm-wide direction. The position requires passion and proficiency in negotiation and pricing, alternative fee arrangements, data & analytics, sales, creative design, and relationship building.
How You’ll Make a Difference
- Act as the primary point of contact for all client-facing pitches, RFPs, negotiations, interfacing directly with Firm Partners, Marketing staff, and other key stakeholders to ensure an efficient workflow.
- Work closely with the Director of Strategic Pricing to drive pricing initiatives forward as it relates to process improvements, partner education, internal and external communication strategies, and templates to streamline workflows.
- Lead the Legal Project Management (LPM) effort by proactively monitoring Firm clients and matters for profitability and budget performance, suggesting and executing improvements where necessary.
- Play a lead role in the Firm-wide Data & Analytics program, helping coordinate stakeholder requirements, manage the reporting pipeline, and curate the “look-and-feel” of our dashboards and reports ensuring a top-notch end user experience.
- Build and maintain cross functional relationships with the Practice Group Leaders, Marketing team, Billing, and other departments that are integral to Firm success.
- Suggest pricing metrics that allow the Firm to continually improve both in terms of individual fee proposals and broader Pricing team engagements and initiatives.
- Track competitive market data and pricing trends by region, practice area or other relevant differentiators, staying abreast of current trends to recommend updates to existing pricing models.
- Directly manage, educate, and mentor the firm’s Pricing & Technical Analysts.
- Oversee day-to-day pricing and budget development, ensuring quality standards are met, and the budget is positioned in a way that is both competitive and profitable.
What We’re Looking For
- A minimum of 6 years of experience in a Pricing, Client Value, Procurement/Sourcing, or comparable Finance / Accounting position, with a strong preference for at least 2 of those years to be spent at a Fortune 500 company, and 3 years spent at a AmLaw 200 law firm.
- Strong leadership skills with a track record of building and managing high-performing teams, with a minimum of 2 years of supervisory experience.
- Experience with legal pricing, rates, report building and design, budgeting, and financial analysis for law firms is essential.
- Exceptional communication skills, in writing and verbally, whether in small group discussions, large-scale presentations, or with executives.
- Ability to build strong relationships with stakeholders and effectively influence and contribute with concrete recommendations/next steps, across disparate practices, offices, and departments.
- Comfortable applying a combination of qualitative and quantitative methods to define success.
- An eye for design as it relates to dashboards, reports, presentations, and training materials – end user experience should be front of mind.
- Excellent analytical, sales, marketing, project management, prioritization and organization skills.
- Experience with law firm technology such as Aderant, with a high proficiency in Excel, and Visualization Tools (Power BI preferred)
- Working proficiency with SQL or other query languages. Bonus: Familiarity with Python or another scripting language.
- Comfortable working with and analyzing large datasets to derive actionable insights.
- Highly motivated self-starter with the ability to work independently and drive alignment amid ambiguity.
- Insatiable curiosity to learn new domains, keep up with industry innovation, and constantly ask ‘why’.
The salary range displayed is specifically for those potential hires who will work or reside in New York City if selected for the role. Any offered salary is determined based on internal equity, internal salary ranges, market data/ranges, applicant’s skills and prior relevant experience, certain degrees, and certifications (e.g., JD/technology) for example. New York City Salary Range: Low: $175,000 High: $200,000
Kelley Drye & Warren LLP is an Equal Opportunity Employer (EOE).